Sample Key Result Areas for Sales

1. Measuring
Work
Methods

2. Standardize
Measures

3. Create Common
Understanding

4. Give Fair
Ratings

5. Management of Tasks
Planning / Establishing Objectives

6. Organizing to Accomplish Objectives
① Has an approved project list
② Projects are relevant
③ Sets challenging goals
④ Sets clear performance measures

7. Accomplishment of Unit’s Objectives
① Implements plans on time
② Effectively executes plans
③ Coordinates with stakeholders
④ Has written call objectives
⑤ Drafts SIPs to address issues and
opportunities

8. Decision Making
① Decisive in critical situations
② Able to make immediate decisions
③ Objective in resolving problems
④ Makes sound business decisions
⑤ Upholds the interests of the Company
when making decisions

9. Time Utilization
① Follows approved coverage plan
① Work plan maximizes coverage
② Submits reports and administrative
requirements on time
③ Reports to work area on time

10. Technical Skills
① Masters & practices BCP
① Applies SCS in sales calls
② Conducts Effective Field Coaching
③ Conducts meetings effectively
④ Conducts business reviews effectively
(uses BR guidelines)

11. Interpersonal Skills

12. Positively responds to constructive criticism
/ feedback (30%)
① Acts on agreed next steps formulated
during fieldwork
① Performs tasks related to constructive
feedback received during performance
appraisals

13. Working effectively with people (25%)
① Enthusiastically shares ideas of interest
to the team
① Builds and/or reinforces ideas of others
② Demonstrates openness to different
and/or contradicting views/opinions
① Does not embarrass others
② Upholds the welfare and integrity of
others

14. Oral Communication (15%)
① Conveys ideas clearly
① Has good command of grammar
② Able to express ideas in a concise and
meaningful manner
① Speaks clearly; has good diction &
volume when addressing an audience
② Uses appropriate language

15. Written Communication (15%)
① Conveys ideas clearly
① Writes business communications with
good grammar
② Able to express ideas in a concise and
meaningful manner
① Effectively uses prescribed writing
formats (SIPs, emails, letters)
② Uses appropriate language

16. Presentation Skills (15%)
① Presents effective business reviews
① Conducts effective meetings
② Uses appropriate visual aids/ppt
① Uses a presentation format that
facilitates clear delivery of message and
“buy-in” by the audience
② Uses effective presentation techniques

17. Supervising People

18. Motivating (20%)
① Recognizes & Acknowledges
accomplishments of teammates
① Appropriately reprimands when
necessary
② Does not humiliate others /teammates
① Recognizes & develops abilities of
teammates

19. Guiding and Directing (20%)
① Communicates directions and
objections clearly to teammates
① Effectively sets objectives and
expectations
② Guides others to successfully perform
based on prescribed procedures/steps
① Has a clear understanding of
organizational objectives/directions

20. Appraising Performance (20%)
① Sets clear performance standards
① Clearly identifies performance
measures
② Appraises performance of teammates
objectively, consistently & fairly
① Uses facts and data to support
performance evaluations

21. Coaching and Counseling (20%)
① Understands situations pertaining to
teammate’s
a) Decision to resign
b) Growth opportunities
c) Difficulty with account/area assignment
d) Peer issues
e) Chronic underperformance
f) Lack of motivation/low productivity
① Demonstrates empathy towards
teammates
② Offers sound & objective advice
③ Conducts Effective Field Coaching

22. Training and Development (20%)
① Conducts and documents Effective Field
Coaching with teammates
② Develops training plans for teammates
① Follows through on training plans
② Designs and implements development
plans for teammates
③ Clearly outlines & articulates training
needs of teammates
④ Uses various training styles relative to his
teammates learning aptitude

23. Analytical
Skills

24. Defining and Diagnosing Problems (25%)
① Has clear understanding of issues
② Anticipates issues and problems
① Uses relevant data, facts and figures to
validate issues
② Presents clear basis and evidences for
identified issues
① Articulates details of issues clearly
② Able to identify consequences for issues

25. Interpreting Relevant Info. (25%)
① Has a good grasp of VDMPAT
② Demonstrates sound business analysis
through Business Review
③ Effectively manages costs/spending
based on ETS standards
④ Maximizes budgets by keeping within
ROPS standards
⑤ Demonstrates good grasp of A/R
performance and BO Management

26. Evaluating, Selecting and Recommending
Best Alternatives (25%)
① Able to identify benefits and
repercussions of action plans
② Decisions are:
① Not overly cautious
② Not reckless
③ Practical and realistic
③ Decisions are designed to optimize
company resources
④ Makes timely decisions

27. Identifying and Maximizing Opportunities
(25%)
① Regularly identifies business
opportunities and actively works to
secure them
② Consistently finds ways to grow the
business, improve structures and
processes
③ Effectively presents a business case for
change every time he identifies
business opportunities

28. Personal
Characteristics

29. Judgment & Discretion (20%)
① Articulates judgment clearly with
teammates
② Decides on matters objectively without
personal bias
③ Uses authority/discretion prudently;
does not abuse authority
④ Able to stand by equitable judgment
with firm resolve/conviction
⑤ Effectively enforces sound judgment

30. Initiative (20%)
① Acts/decides on matter within his
sphere of responsibility
② Proactively responds to issues and
opportunities
③ Needs minimal supervision
④ Has a good sense of time; is not
chronically absent/tardy
⑤ Enthusiastically takes on new/add’l.
roles and effectively pursues them

31. Flexibility and Adaptability (20%)
① Has a short learning curve (learns
and understands concepts fast)
② Able to adapt to different situations well
(e.g. different/difficult customers)
③ Positively responds to new assignments
and processes

32. Taking Calculated Risks (20%)
① Sets ambitious goals/targets for himself
and his teammates
② Able to demonstrate potential gains and
downsides of decisions (e.g.
promotions, diser deployment, distrib appoint.)
③ Does not take reckless actions that are
perceived to be non-beneficial to the
company at the onset
④ Does not decide based on emotions,
pride and personal bias

33. Stability Under Pressure (20%)
① Exudes confidence and grace during
negotiations
② Effectively drives distributors to comply
to operational requirements
③ Consistently meets deadlines
④ Accomplishes critical tasks without
compromising daily objectives
⑤ Displays enthusiasm and energy during
Christmas Operations